1. Client Background
Company: SQH HORSE AB (Sweden)
Specialization: Premium equestrian equipment and rider apparel
Goal: Establish direct retail presence in China through e-commerce and club partnerships, leveraging China-based manufacturing capabilities.
2. Core Challenges
Zero Retail Infrastructure: No existing sales channels or distribution network in China
Unprotected IP: Brands not registered in the Chinese market
Complex Compliance: Textile import regulations and labeling requirements
Omnichannel Gap: No localized e-commerce presence on dominant platforms like WeChat
Operational Void: Lack of warehousing, fulfillment, and HR support in China
3. iQubator’s Integrated Solution
Phase 1: Regulatory & Import Foundation
Product Compliance Audit:
Technical evaluation against Chinese textile standards (GB/T)
Customs classification verification for equestrian gear
Labeling system development (Chinese language requirements)
Test Import Execution:
Consolidated reefer container shipment from Europe
Duty/VAT optimization strategy
Hygiene certification acquisition
Phase 2: E-commerce Ecosystem Launch
Platform Setup:
Heyshop integration with WeChat (bilingual UI/UX)
3 initial product listings with professional photography
Operations:
Backend training for SQH team
Automated inventory sync with Ruibei warehouse
Phase 4: Strategic Market Positioning
Club Partnerships: Collaborations with Beijing equestrian clubs via Joanna (local partner)
Premium Branding: “Nordic Craftsmanship” positioning in Nordic Hub Showroom
Hybrid Sales Model:
B2C via WeChat
B2B club supply
- Offline Exhibition: Attend China Horse Fair(CHF) to increase brand awareness
4. Results & Impact
| Metric | Outcome | Business Value |
|---|---|---|
| Time-to-Market | 90 days | Revenue generation in Q1 |
| Customer Reach | 100% Mainland China | Delivery in 48h via ZTO/ShunFeng |
| Cost Efficiency | 35% ↓ vs. DIY model | No upfront legal entity costs |
| Brand Protection | IP registration initiated | Foundation for franchise expansion |
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